Be Money Like Mikey From Swingers... Get Commitment on The Salary BEFORE the Offer...

I was reading Tolan's riff last week on the surprise BMW in the offer process, then JLee's piece in draft that ran earlier this week on her style for making an offer to candidates.

I thought for a second about changing the name of the blog to "fistful of offers" or "accept this offer or your cat gets it", but I thought that would be over the top.  So instead, I'm going to use the second post today to throw my two common cents into the discussion on offers and money.

Here's my add - anytime I think I can get away with it, I'm prequalifying the candidate like a cheap mortgage company on whether they would accept my likely offer.  Here's how it works:

-hook candidate through sourcing and email/initial phone contact that it's more money than Mikey from Swingers...

-have a great phone screen, then as a last order of business, give them a range with 5-10K in variability plus the bonus level.

-tell them that's what I can afford to pay, then let them know that if they don't feel it's probable they could accept comp in that range, we owe it to each other to move on.

-when I get to the offer, remind them of that conversation.

Boom.  I just solved your crappy close rate.  OK, I'm joking, I didn't really solve anything.  But it's an idea...

For me, it's worked pretty well.  I usually restrict the range down a little bit so if I decide or need to pop them with another 5-10K, I can do it and look like a charmer.

So, that's my big idea.  Close the money side of the deal before you make the offer. It won't save you from what Tim Tolan went through with a freaking BMW, but if you ask someone for commitment and their word, it's hard for most people to play games once the official offer rolls around.

PS - You are so money, baby... and you don't even know it... 

Comments

[laurie ruettimann]

This is just a riff, but who knew that Jon Favreau would put on 50 lbs and direct an awesome movie like Iron Man?

He's money. Vince Vaughn is okay, but I'd rather be Jon.

[KD]

Laurie -

Good take. Maybe putting on 50 lbs in the movie industry is the way to get kicked upstairs into a leadership role. Of course, Vince Vaughn has gone through a couple of "heavy" stages as well...

PS - I would have loved to put a clip up, but there just too vulgar for what I'm about with the site. Too bad.... My favorite is where they are playing video game hockey....